How to keep your sales force motivated when sales are down?
The Sales Challenge
The biggest challenge for the pharma industry is keeping its sales force motivated
when sales are down.
In financially tough times, when sales are on the declining side, it can take a toll on
the morale of the sales reps.
To cope with declining sales and to buckle up for new business deals and
opportunities, the sales force needs to be motivated.
Sales teams can be rejuvenated with proven strategies like aligning their ambition with the company mission, celebrating small wins with incentives, providing work support on the field, investing in the user-friendly SFE tool, and by emotionally connecting with them.
Here are the ten proven strategies to keep your sales force motivated when sales are down
1. Connecting with the purpose
Sales teams are an integral part of the Healthcare System. They empower medical practitioners through the latest pharmaceutical information and also contribute to the better healthcare of patients. When the salespeople align their ambition with the company mission then the work becomes much easier. “Company's vision and values should be regularly discussed through internal communications, meetings, and training."
2. Regaining the trust
Regaining the trust of the sales force is crucial during challenging times. Building rapport with the team and aligning them on the same goal setting.
Having an open channel of discussion is encouraged. The leadership should actively listen to the fears of the salespeople, validate their feelings, and work toward the well being of them.
3. Winning Culture
A work culture that celebrates success and motivates employees in uncertain times helps salespeople stay positive and persistent in their efforts.
A winning culture involves not only the team players but also provides value to the customers.
4. Incentivizing small wins creates a Big Impact
Having focus on the efforts, incentivizing sales and non-sales targets, and
celebrating small achievements also create a positive impact on the minds.
Keacyte’s unique Sales Incentive Management module exactly understands the tactical and strategic sales incentive pattern. It seamlessly manages roles, divisions, and target types. The analytics offer accurate tracking, eligibility checks, and transparent payout for every team member at different hierarchical levels. It has a unique feature to track sales performance and offer incentives, and special bonuses with real-time sales data.
“Incentivising small wins drive motivation and build momentum for bigger impact”.
5. Invest in growth
Enhancing the sales team's overall performance can be achieved through strategic investment in skill development and sales training. It is an opportunity for the leadership to show their long-term vested interest in the success of the sales team.
6. Flexible Support
Equipping the work environment with the right resources and Sales Force Automation tools is essential for driving sales success. Supporting the team on the field will also help to gather real-time information for performance improvement. Keacyte is an SFE Automation tool that empowers sales force teams to navigate seamlessly through daily sales activities and connect with customers!
7. Awards and recognition
Recognition makes field forces feel valued and appreciated for their efforts, and this leads to job satisfaction and higher morale.
8. Focus on well-being
Excessive stress and anxiety can contribute to depression and other mental health challenges. Acknowledging the stress of salespeople and offering resources for their well-being can create a positive attitude amongst the sales force.
9. Invest in the right automation tool
Complex SFE tools not only consume much time but also disinterest salespeople from working on them. The use of the right SFE technology with a user-friendly approach can make the sales force enjoy daily sales calls. Keacyte offers a smooth user-friendly experience. The daily sales activities can be effortlessly captured into the system with just a few clicks. It helps to plan visits, e- detailing, maintaining expenses, and managing incentives.
10. Collaborative environment
A collaborative working environment where team members can freely share information, insights from customer feedback, and competitive intelligence will boost the performance of the team.
Conclusion
The sales slump if not tackled can make salesforce lose their morales, and further worsen the financial situation. Key strategies like incentivizing small wins, investing in skill development, and using the right automation tool will create the path to success. The SFE automation tool, Keacyte, is one of the empowering tools for the sales force to capture their sales journey for success.